No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. Change Your Team into Referral Sales Experts: 5 Steps.

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Referrals Sales Management Hiring Scale 328

No More Cold Calling

SEPTEMBER 20, 2018

If you’re like most sales leaders, you’re tracking the wrong referral metrics and spinning your wheels. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. The Referral Metrics That Matter. Do the Referral Math. Revenue isn’t the only metric that matters.

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Referrals Scale Cold Calling Social Media 258

No More Cold Calling

DECEMBER 30, 2021

The most valuable business relationships that salespeople have are those with our clients—the people who know our value, give us repeat business, and provide us with referrals to other great clients. How do I ask for a referral from customers I haven’t spoken with in two years?” Why You Can’t Automate Referral Leads.

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Referrals Small Business Small Business Cold Calling 194

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. They can provide companies with perpetual revenue, and they can solidify your organization’s reputation as a great company to work with. If you want to secure valuable partnerships to generate referrals, you have to take a strategic approach.

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Referrals Company Scale Case Study 177

Alice Heiman

MARCH 7, 2023

If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! One strategy that avoids these issues altogether is to create a referral program within your company.  Referrals were hit and miss. Everyone gets inbound referrals.

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Referrals Top of Funnel Closing Strategy 131

No More Cold Calling

OCTOBER 1, 2019

You have increased pressure to get revenue in the door before year-end. If you want to boost your sales pipeline for Q1, I have a simple “ask”: Check out my referral course on LinkedIn Learning. Sales reps tell me they like getting referrals, but they’re not comfortable asking, and they don’t know how to ask. Tough, right?

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Referrals Pipeline Sales Qualified Lead Cold Calling 209

No More Cold Calling

APRIL 6, 2017

Think a referral system is easy? That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you have a referral system in place to ensure sales reps ask for referrals every day. The business case for referral selling is loud and clear. Think again!

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Guarantee Referrals Prospecting Lead Generation 233

No More Cold Calling

JUNE 29, 2019

Don’t miss this opportunity for your own training in the Virtual Referral Selling Workshop Series beginning Tuesday, July 16. Enter the Referral Code Save300. In the meantime, here’s what you might have missed from No More Cold Calling this month: How to Ask for Referrals: A Comprehensive Guide.

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Referrals Social Media Sales Qualified Lead Cold Calling 222

No More Cold Calling

JUNE 7, 2018

Your lead generation tactics aren’t driving bottom line revenue. And how can a B2B referral program drive up those numbers? They buy what your software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. Why a Referral Program Ensures Trust. That’s a fact. None of us stands out.

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Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Predictable Revenue

JULY 15, 2021

Samantha McKenna shares her strategies and 4 pillars of the #SAMSALES methodology to handle referrals as a salesperson to win the deal. The post How to win the referral with Samantha McKenna appeared first on Predictable Revenue.

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Referrals How To Revenue Strategy 133

No More Cold Calling

FEBRUARY 2, 2018

That means three-quarters of account based sales teams have failed to complete the first step in asking for referrals—making it clear who they want to meet. Referral introductions are as qualified as leads can get. Referral introductions are as qualified as leads can get. A winning referral program will keep this in mind. .

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Referrals Ideal Customer Profile Sales Qualified Lead Top of Funnel 220

Janek Performance Group

OCTOBER 1, 2021

On a scale of 1-10, how critical are referrals to your business? The Facts About Referrals: The average business spends 5x more on trying to acquire new business than on generating referrals from existing clients. Does this data change your perspective on how critical referrals are to your business?

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Referrals Scale Influencer Lead Rank 118

Zoominfo

MARCH 6, 2019

In fact, 84% of B2B decision makers start the buying process with a referral ( source ). Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing. Keep reading and learn everything you need to know about referral marketing! What Is Referral Marketing?

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Referrals Marketing Incentives Incentive 130

No More Cold Calling

APRIL 30, 2017

Sales teams who adopt referral selling have an advantage: Their referral sources generate enough value for prospects to agree to a meeting. For more on the power of referral selling, check out this month’s blog posts from No More Cold Calling: Why Reps Hate Asking for Referrals Just as Much as Cold Calling. Surprised?

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Referrals Cold Calling Lead Rank Lead Scoring 149

Increase Sales

JUNE 29, 2016

Sales referrals are an excellent revenue producer. Some, not all, executive coaches or business coaches in the first 15 minutes of the sales conversation can usually determine the problem or problems keeping the sales referral from the attainment of his or her goals. Yes not all sales referrals produce revenue.

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Referrals Revenue Ideal Customer Profile Decision Maker 86

The Pipeline

JULY 24, 2014

Another way that companies have been able to generate revenue from word of mouth type advertising is through referral and affiliate programs. While affiliate programs are probably what you would think of a more typical sales pattern, referrals are person to person advertising at its finest.

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Referrals Advertising Advertising Channels 282

No More Cold Calling

NOVEMBER 30, 2019

For more on referral sales, check out my blog posts from this month: Why You Need to Make Time for Asking for Referrals. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. Is your team asking for referrals? There IS a better way.

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Referrals Loyalty Cold Calling Fashion 257

No More Cold Calling

AUGUST 1, 2013

It’s up to you to lead the referral-selling charge. Whether you are CEO, vice president, or a sales manager , you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time.

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Referrals Sales Qualified Lead Cold Calling Penetration 253

Act!

DECEMBER 19, 2023

Building trust , as well as building relationships , is crucial to establishing brand awareness and authority to keep your business top of mind and generate more revenue. That’s precisely what referral networks help you achieve. In this post, we’ll discuss effective ways to build a referral network for your business.

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Referrals Networking Ideal Customer Profile Sales Qualified Lead 52

The Pipeline

JULY 16, 2012

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?

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Referrals Lead Rank Lead Scoring Territories 324

No More Cold Calling

JULY 1, 2018

Sales leaders have forgotten about their most powerful prospecting tool to get leads without cold calling : referral selling. Referrals offer the biggest competitive advantage of any sales tool out there, and yet most teams aren’t using referral selling as the primary prospecting method. That’s a fact. Yes and no.

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Cold Calling Referrals Sales Qualified Lead Lead Rank 180

No More Cold Calling

JULY 30, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. It requires personal connections—referral introductions from current clients. Revenue is a lagging indicator. You can’t manage revenue. Revenue can be measured but not managed. I was wrong.

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Referrals Cold Calling Lead Rank Lead Scoring 120

Adaptive Business Services

JANUARY 24, 2024

What are some of the general company benefits from a well managed CRM … Increased revenues. Revenues are the lifeblood of your business. Predictable revenues. It’s pretty difficult to budget for expenditures without a good forecast of expected revenues. Predictable revenue. Predictable revenue. Organization.

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CRM Revenue Company Hiring 71

No More Cold Calling

MAY 14, 2020

It’s not always about revenue growth. I was struggling with a new way to position referral selling during a recession. You must ask them for referrals. You definitely need to ask for referrals to receive them at scale. And yes, I was wrong for thinking that revenue growth was all that mattered. Was I wrong?

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Prospecting Referrals Scale Sales Qualified Lead 428

KO Advantage Group

JUNE 11, 2018

Referrals are a great way to build business however they can drown out potential clients. It may have been a solely referral world before the new millennia but business needs constant adaptation. Referrals are one stop along the road to client growth. Salesforce reminds us that customer and employee referrals had a 3.63

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Referrals Social Media Promotion SalesForce 108

No More Cold Calling

NOVEMBER 8, 2021

Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” Every client had a singular focus: How do we get referrals from our clients? But that can be a big problem, because customer relationships drive referral sales.

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Referrals Customer Revelation Networking 227

No More Cold Calling

OCTOBER 27, 2020

What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? Get the referral, get the meeting. Sonia is absolutely right about that, and she even created this unique video that brings the referral message home. Sonia is dedicated to referral selling. There’s no cost to referrals.

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Referrals Hiring Webinar Metrics How To 317

No More Cold Calling

JULY 29, 2021

And that’s referral leads. When you source referrals from trusted colleague and clients, you: . Thoughtful and provocative questioning has a huge impact on close rates and sales revenues. How can you generate more hot leads with referrals? Only one kind of lead with a 50-to-70-percent conversion rate.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

OCTOBER 30, 2016

These referral posts from October will help you get there: Think Robots Will Replace B2B Sales Reps? 6 Simple Ways a Referral Program Eradicates Top Sales Challenges. You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. The #1 Reason Your Referral Program Won’t Work.

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Referrals Sales Qualified Lead Lead Generation Cold Calling 120

No More Cold Calling

JULY 13, 2021

A referral is the best way to get a meeting with the decision maker. Referrals help you ace Part One and set you up for success in Part Two. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction. Referral selling is either the priority, or it’s not.

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Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

APRIL 21, 2011

Make referral selling your priority. On the one hand, sales people agree that referral selling is hands-down their best sales strategy. It’s a completely different animal to implement a referral strategy. It’s a completely different animal to implement a referral strategy. Make referral selling your priority.

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Referrals Strategy Exercises Lead Generation 256

Allego

FEBRUARY 3, 2022

I had an opportunity to talk with Perry for a recent episode of The Adapter’s Advantage podcast , during which he discusses how Riverside’s sales excellence team accelerates revenue growth for the companies in the Micro-Cap Fund. And that involves enabling sales leaders and reps to increase productivity and accelerate revenue growth.

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Revenue Ideal Customer Profile Strategy Buyer Persona 116

No More Cold Calling

MAY 1, 2016

While I didn’t believe in paid ads, I wanted to spread the word about this offer, and the power of referral selling for lead generation. And asking for referrals is the only way to do that. Want to learn more about the power of a referral program? What’s the right way to ask for referrals? And they’re dead wrong.

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Referrals Cold Calling Sales Qualified Lead Lead Generation 120

Nutshell

JULY 5, 2019

Referral marketing is the unicorn of B2B marketing. In simple terms, referral marketing is when you get your customers to tell their friends about you. But referral marketing isn’t just for brick-and-mortar businesses. In the B2B space, 84% of decision-makers start their buying process with a referral.

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Referrals B2B Top of Funnel How To 85

No More Cold Calling

MARCH 15, 2011

No one will argue the effectiveness of referrals in garnering new clients, but as with other aspects of sales, it is time for a makeover. While this makeover is not necessarily technology driven, let’s be trendy and call it Referrals 2.0. You can avoid this by slightly changing your focus and leveraging core referral concepts.

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Referrals Transportation Insurance Insurance 192

No More Cold Calling

FEBRUARY 1, 2016

For more on the power of a referral program, check out this month’s blog posts from No More Cold Calling: Why Should the CEO Actually Lead a Referral Program? If CEOs want predictable revenue, they can’t abdicate their responsibility for sales. Read “ Why Should the CEO Actually Lead a Referral Program? ”).

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Referrals Lead Rank Lead Scoring Social Media 120

No More Cold Calling

MAY 28, 2015

We talked on Skype the next morning, and he introduced me to an entrepreneur who wanted to learn about referrals. As you read this, I’m in Croatia—learning about the history and culture, and soaking in the warm breezes from the Adriatic. “Revenue is the only metric that matters.” Sure, revenue is our goal in sales.

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Referrals Social Media Lead Rank Skype 120